negotiation workshop brochure, 2013, ie madrid spain

7/27/2019 Negotiation Workshop Brochure, 2013, IE Madrid Spain

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Execuie Negoiaion WokshopFrom experienced to expert negotiator

Nex ediions:

Oct 14-17, 2013

May 5-8, 2014

IE Business School campus, Madrid, Spain

www.ie.edu/internationalprograms


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Management and entrepreneurship creates

growth, wealth, and development in society;it also creates jobs, catalyses innovation and

improves living conditions... We need more

and better managers and entrepreneurs, and

IE Business School is prepared to take on the

formidable but captivating challenge.

- Santiago Iiguez, Dean of IE Business School

IE Business School is consistently ranked among the top business schools

worldwide by international nancial and economic media groups:

WORLDWIDE:

by QS Intelligence Unit.MBA Programs(July 2012)

WORLDWIDE:

Executive Education(Oct. 2011)

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Online InternationalExecutive MBA(Feb. 2010)

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Non US-Business School(Nov. 2010)

WORLDWIDE :

Executive MBA(Nov. 2011)

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WORLDWIDE :

Beyond Grey PinstripesSustainability & EthicsRanking(Sept. 2011)

1st

1st

4th

5th

5th

3rd

6th

3rd

Fully recognized by the three principal

international accrediting bodies in the

feld o business education.

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WHY IE BUSINESS SCHOOL

IE Business School is one o the worlds best international business schools.

A pioneer in business education, we train tomorrows business leaders,

shaping them with an innovative approach and acting as a catalyst or the

creation o new businesses.

We oerExecuie Educaion Pogams that develop the vision, skills

and management capabilities required by executives to meet the many

and varied challenges they ace both today and in the uture.

The recognized prestige o our teaching aculty, the degree o excellence

o our academic programs and our international ocus have always

been the oundation o our learning model that has placed IE Business

Schools Executive Education Division among the best in the world.

We invite you to come on-board and benet rom an excellent learning

environment that nurtures high-caliber talent both proessionally and

personally.

Follow us on:

IE BusinessSchool Executive Education

@IEExecEducation

IE Business School Executive Education

IE Executive Educationwww.ie.edu/internationalprograms


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Execuie Negoiaion WokshopFom expeienced o expe negoiao

OvErvIEW

Negotiating in todays increasingly intricate and global business arena calls or the acquisition

o cutting-edge negotiation tools and techniques to deal with complexities such as unequal

powers and authority, multilateral and multi-issue contexts, and cultural dierences.

Executive Negotiation Workshop is an intensive our-day international executive program

designed to deepen the experienced negotiators theoretical knowledge and sharpen his/her

practical skills. IEs renowned Negotiation Proessors will tackle the latest and most eective

negotiation strategies, drawing rom their extensive knowledge, training, and real-world

experiences. Participants will also benet rom case discussions, role-plays, and multi-party

negotiation exercises to put theory to practice.

OBjECtIvES

This workshop will enable you to:

Graspandapplyinnovativenegotiationstrategiesandtacticsofproveneffectiveness

Evaluateandimproveyourpersonalperformanceincomplexbi-andmultilateralnegotiations

and compare it with that o other negotiators

Bargainsuccessfullyandgainthecommitmentandcooperationofothers,whichinturnwill

help you build long-term partnerships and agreements that create value or your company

Propelyournegotiationperformancefromexperiencedtoexpertbystudyingthedifferent

actors aecting the negotiation process and knowing how to use them to your advantage


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Execuie Negoiaion WokshopFom expeienced o expe negoiao

CONtENt

Understanding the core elements o negotiations. Being able to detect

a common structure in most negotiation processes is a required rst step to

improve your skills as a negotiator.

The importance o package negotiations. What dierence does it make

to negotiate by package as opposed to per item?

Unequal power in negotiations. How do you negotiate when you are in

the weakest position? What actions increase or decrease your negotiation

power?

Managing confict in organizations. When is negotiation a good solution

or confict within an organization?

Using agents and attorneys eectively. When is it advisable to use anagent to negotiate or you? Is your attorney a good negotiating agent?

Dealing with complex negotiations: multilateral and multi-issue.

How does complexity rise in an arbitration when the number o issues to

negotiate increases?

Synchronization o internal and external negotiations. How can you

ensure that you achieve the negotiation objectives o your company?

Making competition and cooperation compatible and rewarding. Can

the distribution o the pie take place in a cooperative manner?

Negotiation theory and practice: how to distribute and create value.

What insights does economic game theory provide to negotiators?

Culture and perceptions: inter-cultural negotiations. Culture determines

the pattern o behavior and infuences decision making during negotiation.

PArtICIPANtS

The workshop has been de-

signed to sharpen the expe-

rienced negotiators practical

skills and deepen his or her

theoretical knowledge. The

program is then particularly

targeted at, but not limited to:

CEOs

Managing Directors

GeneralManagers

Divisional and FunctionalManagers

Managers dealing withpartners, suppliers, cus-

tomers and employees

Human Resource Directors

Sales Account Managers

Purchasing Proessionals

ENrIQUE OGLIAStrI

Proessor at IE Business School and INCAE Business School (Costa Rica); Visi-ting Proessor at Universidad de los Andes (Colombia), Harvard University, Tou-

louse Business School (France), University o Nancy (France), and Ajiken (Japan)

Consultant on Strategic Planning and Negotiations

Author o eighteen books

PhD in Organizational Theory and Master in Social Psychology, Northwestern

University (USA); MBA, IESE Business School (Spain)

jULIO UrGEL FinanceandNegotiationsProfessorandformerDean,IEBusinessSchool

Independentconsultantandmediatorincomplexnegotiations,1988topresent;consultantincorporatenancewithfocusonmergersandacquisitions,1982to

present

PhDinBusinessAdministration,HarvardBusinessSchool;MBA,IESEBusiness

School (Spain)

FACULtY


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INtErNAtIONAL EXECUtIvE PrOGrAMSAgreements are available or both an individual and a group o executives rom the same frm who

wish to combine two or more programs rom any track.

SKILLS DEvELOPMENt trACK Innoaie Leadeship:Winning skills or you and your team,Nov4-6,2013;Apr7-9,2014

Execuie Negoiaion Wokshop:From experienced to expert negotiator, Oct 14-17, 2013; May 5-8,

2014

Communicaion Skills and Public Speaking Wokshop: Becoming a confdent and persuasive

Presenter, Nov 25-27, 2013; May 26-28, 2014

Change Managemen Wokshop:Changing minds and minding change, Dec 2-4, 2013; June 4-6, 2014

Global Leadeship fo Women:Empowering your eectiveness as a leader, Jun 11-13, 2014

Cuing-Edge Decision-Making tools:Equipping leaders or managing risk, complexity and uncertainty,

Dec 2-4, 2013; Jun 18-20, 2014

MArKEtING & SALES trACKthe Saegy and tacics of Picing: A guide to growing more proftably,Apr7-9,2014

Building a Cusome-Cenic Oganizaion: Outperorming your competition in proftability, Jun 11-13,

2014

FINANCIAL MANAGEMENt trACKCopoae Finance: Connecting fnancial activity to strategic goals,Oct14-16,2013;May19-21,2014

High Yield Bonds:Learn frst-hand rom the experts

, Jun 4-5, 2014

Coss-Bode Meges & Acquisiions: Getting them right, Nov 11-13, 2013; Jun 18-20, 2014

venue Capial: Investing and und-raising in high-growth companies,Nov11-13,2013;May19-21,

2014

Islamic Finance: Investing tools or the banking uture,Jan26-29,2014/Jeddah,SaudiArabia

Finance and Accouning Wokshop fo Non-Financial Manages: Analyzing opportunities, assessing

risk and estimating your impact,Dec9-11,2013;Jun11-13,2014

OPErAtIONS MANAGEMENt trACKLeading Poec-Dien Oganizaions: Creating strong capabilities or organizational change and

Transormation, Nov 25-27, 2013; May 26-28, 2014

Global Supply Chain Managemen: Building a competitive procurement and negotiation platform, Mar 24-26,

2014

SPECIALIZED MANAGEMENt PrOGrAMSEffecie Managemen fo Secuiy Pofessionals: Establishing the security role as an enabler or

business success, June 3-6, 2014

Managemen Fundamenals fo Scieniss and reseaches: Solid business grounding to move rom

bench to market, October to May annually / Blended

China: An Inside view: Accelerate your business success, 4 days in May 2014 / Beijing, China

the Global renewable Enegy Business: Be ahead o the energy uture,Dec9-12,2013;Jun24-27,2014


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PrOGrAM DAtES AND FEEExecuie Negoiaion Wokshop

Nex ediions: Oct 14-17, 2013 / May 5-8, 2014

Fee: 4.700

Special concessions are available or IE Alumni,groups o executives attending rom the sameorganization, executives registering or more thanone program, and early-bird inscriptions.

The program ee o 4.700 covers tuition, course

materials, all coee breaks and lunches during the

program.

Fees do not include accommodation. I you wish,

we would be happy to make a reservation or

you at one o the hotels within walking distance

o our premises and with which we have special

agreements.

Payment is due within 30 days o the invoice date orupon receipt o the invoice i admission is within 30

days prior to the start o the program. Cancellation

policies are outlined in the inormation provided to

applicants upon admission.

FOr MOrE INFOrMAtION

Conac:Kysa [email protected]

Tel.:+34915689570

Visit our website:

www.ie.edu/internationalprograms

regisaionExecutive Negotiation Workshop is an open enrolment program. To reserve a slot, simply register online

by visiting the program webpage here. Alternatively, you can ask or the registration orm via email:

[email protected].

IE BusinessSchool Executive Education

@IEExecEducation

IE Business School Executive Education

IE Executive Education

Follow us on:


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18 Pinar Street28006 Madrid, Spain

Tel.:+34915689600

Fax:+34915689618

www.execed.ie.edu

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negotiation workshop brochure, 2013, ie madrid spain

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